Channel Partner Sales

Job Overview

This role involves strategizing and implementing channel partner programs to significantly boost sales and expand market presence through partner networks. The candidate will cultivate and maintain robust, beneficial partnerships with top-performing channel partners, including key strategic accounts, overseeing the entire partner relationship lifecycle from recruitment to continuous enablement and performance management.

Key Duties and Responsibilities

• Perform thorough market research to target and acquire ideal channel partners that align with company objectives.
• Design and execute a detailed channel strategy encompassing partner recruitment, segmentation, and tailored value propositions.
• Manage partner onboarding ensuring efficient integration and quick realization of value.
• Provide ongoing training and resources to empower partners to maximize their effectiveness.
• Maintain clear, open communication channels to promptly and proactively resolve partner issues.
• Set and monitor clear performance indicators, enforcing necessary corrective measures and deploying incentive schemes to encourage target behaviors.
• Establish trust-based relationships with decision-makers in partner companies, acting as a strategic advisor.
• Monitor industry and competitor trends impacting channel dynamics and generate detailed reports covering sales and partner satisfaction metrics.
• Travel up to 75% of the time and work during day shifts as required.

Candidate Qualifications

• Possess a Bachelor’s or Master’s degree or an equivalent qualification.
• Have 5-7 years of channel management experience proven to drive substantial revenue growth via partner networks; prior direct sales experience adds value.
• Demonstrate comprehensive knowledge of partner ecosystems including different partner types and their drivers.
• Exhibit strong analytical and problem-solving abilities to handle complex channel issues.
• Possess excellent communication, interpersonal, and negotiation capabilities to build meaningful relationships with diverse stakeholders.
• Effectively manage multiple priorities independently with minimal supervision.
• Experience in Chemical Analysis and Life Science Laboratories industries is required.

Additional Skills and Considerations

• Familiarity with digital marketing, online sales channels, and their alignment with partner strategies.
• Leadership and coaching skills to effectively motivate partner teams.
• Proficiency in CRM and channel management software applications.

Other Information

The position involves a full-time schedule with no defined end date. Compensation is based on role, expertise, and location. Equal opportunity employment practices apply, respecting all protected categories under relevant laws.

Significant travel up to 75% of working time is expected, and work will predominantly be during day shifts.